Synopsis
What's the number challenge for sales leaders and sales organizations? Recruiting and hiring top talent. While most sales organizations focus on creating a sales process to increase sales performance, they fail to develop an effective recruiting and interviewing process that attracts top talent. Then they wonder why their sales training and sales process didn't work!
Finally there is a definitive resource designed to help individual sales leaders and entire organizations attract, recruit and hire high-performing salespeople. In Sales Management Guru's Guide to Recruiting High-Performance Sales Teams you'll get detailed interview scorecards, interviewing questions, and sample job descriptions. Plus a bonus section dedicated to the new hire on-boarding process.
You'll also learn . . .
* How to develop your ideal salesperson profile
* How to create a sales candidate funnel
* Where to find top sales talent
* Why many sales managers get fired in less than 18 months
* How an Interview Scorecard screens out the "empty suit's"
* How to take emotion out of the interview process
* Why and how to use a sales case study to evaluate your candidates
* How to use sales assessments and why they are an important factor in selection
* How to properly conduct a telephone interview and use scoring list to assess talent
* How to use social media to evaluate sales candidates
* And much more . . .
Praise for Your Sales Management Guru's Guide
"If you're a crazy-busy sales manager and constantly worried about reaching your revenue goals, follow Ken Thoreson's savvy advice to create a high-performance sales organization." - Jill Konrath, Author of SNAP Selling and Selling to Big Companies
"Ken Thoreson has hit it out of the park with his Your Sales Management Guru's Guide series. If you are serious about taking your sales team to the next level read these books!" - Jeb Blount, Author of People Buy You and Power Principles
About The Author
Ken Thoreson is a sales management thought leader who has a passion for developing and implementing creative sales management strategies designed to build high-performance sales teams. As president of Acumen Management Group he helps clients ranging from early stage to Fortune 500 develop winning sales management strategies.
About the Author
Ken Thoreson "operationalizes" sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout North America.
Ken provides keynotes, consulting services and products designed to improve business performance.
Backgrounder
Ken Thoreson, Acumen Management Group, Ltd. president, is a sales leadership professional who "operationalizes" sales management systems and processes to pull sales results out of the doldrums into the fresh zone of predictable revenue. The sales management thought leader is recognized as an expert in sales execution, channel management, revenue generation, sales analysis, compensation, forecasting, recruitment, and training within the sales function. Over the past 12 years, his consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for companies throughout North America--from emerging, transitional to high-growth. Prior to founding Acumen, he led development-stage, entrepreneurial, and $250-million national vertical software sales organizations as vice president of sales.
As a speaker, Ken energizes audiences and recharges their personal commitment to professional excellence to help drive personal and organizational change and growth. In addition to the two books he has authored and the soon-to-be-released Sales Management Guru series, Ken's many articles and nationally recognized blog are excellent resources for executives who want to revitalize their organizations. He has been published in Selling Power, VARBusiness, Reseller Management, Business Products Professional and SmartReseller. He is currently a columnist for Redmond Channel Partner Magazine, a publication for Microsoft channel partners.
Ken is a member of the National Speakers Association. NSA.com
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